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Turning Objection Anxiety into Opportunity

March 31, 2015

man runningWhen you hear an “objection,” do you immediately assume “rejection?”  Do you tend to believe that when a prospect asks challenging questions or expresses concerns, you have failed to hit the mark?

What an objection usually means is that your prospect needs more information and has a high degree of interest in your products, services, and solutions.  Rather than abandoning the prospect when tough questions surface, turn the objections into an invitation to better explain your unique capabilities.  In other words, think of your prospect’s resistance and objections as opportunities.  Read more…

The Ostrich Syndrome about Disaster Preparedness

March 24, 2015

OstrichEven in the face of unprecedented blizzards, earthquakes, flooding, hurricanes, tornadoes, and other natural disasters, people tend to ignore the reality of these risks and fail to prepare appropriately, according to a panel at the 2015 Property/Casualty Insurance Joint Industry Forum. Read more…

The Right Sequence to Get Your Prospects’ Attention

March 17, 2015

Beyond Insurance recently received the following email:

It seems like all my competitors claim to have the best products and carriers, however, getting across to business owners that our agency has something unique is really challenging.  Our agency truly does offer something exceptional – a risk management service plan.  With a plan like this, you’d think people would be jumping on board – but that’s not so.  I am only capturing about 30% of the opportunities I have.

Please help!

Sincerely,

Jenna

PuzzleJenna had the right message, but it was out of sequence.  Here’s how Beyond Insurance responded: Read more…

8 Reasons to Develop Good Questioning Skills

March 3, 2015

“Target Business Network Concept” by ddpavumbaSam, a new producer, was getting plenty of at-bats but struggling to secure business.  He had been taught to gather just enough data to obtain competitive bids, but had not been schooled on how to ask good, open-ended questions with the goal of establishing credibility and confidence with the prospect. Read more…

Being a Nitpicker Can Limit Your Growth!

February 24, 2015

“Job Rotation Concept” by Vichaya Kiatying-AngsuleeAgents and brokers who have attended Beyond Insurance workshops fall into one of two categories:

  1. Nitpickers.  They feel that nitpicking equates to success.  They are so preoccupied with insignificant details, they miss the chance to grow.  In other words, they get in their own way and become stuck in the attempt to reach some elusive version of flawlessness.
  2. Growth-oriented. They believe that continuously learning new things brings success.  They take action and move forward, viewing life as a journey that is not measured inch by inch.

Read more…

Cyber Insurance Is Well-Positioned for Rapid Growth

February 17, 2015

“Database Security Concept” by David Castillo Dominici“Cyber insurance was first developed in 1997 in response to the business community’s growing adoption of the Internet as a tool for commerce, said  Steve Haase, CEO of INSUREtrust.  “As technology has continued to evolve, so too have the risks…Cyber liability has emerged as a major issue in risk management.”  Yet, cyber insurance has not been fully embraced by commercial clients. Read more…

How to compete with Google Compare insurance

February 10, 2015

“Tug Of War 3d Characters Shows Conflict And Adversity” by Stuart MilesSearch engine giant, Google, is planning to launch an auto insurance comparison shopping site in the U.S. in Q1 2015, according to Forrester Research analyst, Ellen Carney.  Google also appears to be acquiring CoverHound, a San Francisco-based auto insurance site.

The original Google Compare site debuted in the UK in 2012, offering auto and travel insurance as well as mortgage quotes.  Carney speculates that Google intends to displace existing middlemen – personal lines agents. Read more…

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